Mastery isn’t about speed. It’s about sequencing.

When you’re learning a new process — whether it’s a sales motion, onboarding workflow, or even a cold call framework — go slow. Not sloppy slow. Deliberate slow. Thorough slow.

It’s like learning a new song from sheet music:

You don’t rush through it at full tempo from day one.

You play every note at a pace you can manage.

You focus on accuracy, not speed.

And only when it becomes second nature do you start to speed up.

Too many teams skip this step.

They race to ramp reps.

But skipping slow = skipping solid.

Example:
When I teach reps to cold call, we start with research and capturing it clearly.

I have them gather three key insights on the account and contact, something Steve Richard coined as the 3x3:

3 pieces of research in 3 minutes or less.
(But that “3 minutes or less” only comes after deliberate practice.)

Once that habit is built, we move on to the call itself.

Having your research at your fingertips—in bullet form—is make or break.

You need to be able to retrieve it the moment someone picks up, and translate it into a relevant opening or follow-up question.

That takes time. And reps who rush it almost always circle back asking for help with objection handling.

Nine times out of ten?

They haven’t mastered the research. Or they haven’t saved it where they can find it fast.

They open generically. And generic openings lead to brush-off objections.

Speed is earned.
It comes after competence, not before.